The Answer is Always NO!

“Don’t ever let survey results of your business show that you didn’t ask for the sale. Ask every customer, every time.”

Tom Hopkins

Here are the top 3 reasons customers don’t buy.

• The salesperson lacks confidence in the value of the product.
• The salesperson lacks the requisite knowledge of how and when to ask for the sale.
• The salesperson doesn't really care whether or not I buy.

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IF YOU:

• Discovered the customer’s problems and motivators by asking questions.
• Have the customer agreeing that your product and services would  solve his/her problem and needs.
• Gave value your product and services convincing the customer that they are worth more to him than the selling price. And it fits the investment they are comfortable making in their home.
• Resolved all objections.
•  Engaged this customer without compromise. They need you and you proved that to them. You are the person they must buy from.

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DID YOU ASK?

• Are you with me so far?
• Do you see what I mean?
• Does that make sense?
• Would that work for you?
• Would that be a benefit in your situation?
• Do you have any questions so far?
• Does this seem to be the kind of solution you are looking for?
• What haven’t I covered yet that is important to you?
• Am I getting close to having a new client yet?

The bottom line is that asking questions - and then shutting up and listening – is still one of the most important things you can do either during the qualification stage or during the close.

The answer is always “NO” until you ask for the sale.

Otherwise what is the point? The customer may be left wondering “Does this salesperson really think I have nothing better to do with my time than hearing about this product?”

How does a customer say “NO”? Do you recognize them? Let’s discuss indicators. What have you learned to recognize as a NO?

Is it a NO or is it:

1.      An unresolved objection.

2.      Lack of confidence in you.

3.      Your body language when asking for the sale.

4.      Or something else.

It is vital for you to find out. You know where you stumbled during the engagement and where you nailed it. Fix it. If you need to know more about a product – do it. If you need to build your confidence – build it. If you need to listen more and talk less – do it. If you need to be asking more questions – practice. If you didn’t lead the process and left your customer take it like a runaway train – learn how to remain the guide. Hone your skills. Your customer is the winner! They are looking for someone like you! They work hard for their money and want to find someone who they trust to invest this money with.

How do you ask for the sale?

Give your customer the feeling of control by asking their permission and using choices for everything you want them to do. When you want people to act in a manner you wish them to, make it appear to them that it was their idea.

For example:

Which day would you like to meet next week, Monday or Tuesday?

Which would be better for you, to come into the store on Thursday or Friday?

Sally, with your approval right here (point to line and hand her your pen), we’ll welcome you to our family of satisfied clients and begin providing the finest in service and home furnishings.

Call it a standoff if you must.

Once you have given the price and ask for the sale then stop talking. Do not distract the customer from the instruction you’ve just given. Smile sincerely and wait expectantly. Expect him to hesitate, but don’t jump in and try to continue selling. You’ve already said and done everything necessary for him to rationalize the decision to go ahead. It’s time for your customer to do their part by putting his name on the invoice.

Sources: Entrepreneur.com, Eyes On Sales, National Association of Sales Professionals, Web Strategies Inc.